After years working across hotel sales, revenue management, business development and international markets, Fabian Nuñez now leads global commercial strategy at Travelgate.
As hotel connectivity becomes more complex — and more critical — we asked him to share his perspective on Buyers, Sellers, global expansion, and the infrastructure behind travel tech today.
Fabian: Expectations have shifted.
Buyers expect hotel content that is ready to sell immediately — mapped properties, aligned room types, consistent board codes, fast response times. Sellers expect scalable distribution without managing dozens of custom mapping requests per partner.
The industry has moved from access to efficiency.
Hotel connectivity today isn’t just about opening an API. It’s about creating a shared operational language between systems so inventory can move cleanly, reliably, and at scale.
If identifiers don’t align — if rooms are described differently across Suppliers — complexity increases quickly.
That’s where infrastructure matters.
Fabian: Fragmentation.
Each Supplier historically used its own codes for hotels, boards, and rooms. Each Buyer built mapping logic to adapt to those codes. Multiply that across hundreds of connections, and the system becomes heavy.
Scaling hotel connectivity globally requires reducing that fragmentation.
We’re seeing a shift toward standardised identifiers — unified hotel IDs, consistent room references, aligned meal plan codes — allowing Buyers and Sellers to connect once and operate across multiple partners without rebuilding logic every time.
That’s structural. And it changes how fast companies can activate inventory.
Fabian: Expansion isn’t just geographic coverage. It’s operational maturity.
In markets like APAC, performance expectations are extremely high. Response times are measured in milliseconds. Mapping inconsistencies are not tolerated. Content localisation is essential.
When we expand into a region, we don’t just add connections. We ensure the identifier structure, mapping logic, and API orchestration layer can handle volume without multiplying complexity.
Hotel connectivity at scale only works if standardisation scales with it.
Fabian: AI is powerful. But it cannot compensate for fragmented data.
You can optimise pricing, predict demand, or personalise offers. But if hotel identifiers are inconsistent or room mapping is unstable, downstream systems break.
The foundation remains clean API connectivity, structured identifiers, and reliable orchestration.
AI amplifies clarity. It doesn’t replace infrastructure.
Travelgate: What should Buyers and Sellers prioritise in 2026?
Fabian:
For Buyers:
For Sellers:
Hotel connectivity in 2026 is about simplifying complexity without losing control.
Standardisation doesn’t remove flexibility. It allows scale without multiplying operational load.
Fabian:
We reduce fragmentation in hotel connectivity so scale becomes sustainable.
Not everyone to everything.
Not volume without structure.
But deliberate growth inside a marketplace built to operate cleanly at scale.
Final Thought
Hotel connectivity is no longer about connecting systems.
It’s about operating within a shared structure — so Buyers and Sellers can move faster, cleaner, and with less friction.
The companies that succeed in 2026 won’t just have access to inventory.
They’ll have infrastructure that works.